Gettys Glaze with Sports Psychology and Keys to Success

Welcome to Real Estate Excellence, making lasting connections to the best of the best in today's industry elite. We'll help you expand your circle of influence by introducing you to the leaders in the real estate industry, whether it's top agents who execute at a high level every day, or the many support services working behind the scenes. We'll share their stories, ideologies and the inner workings of how they run a truly successful business, and show you how to add their tools to your belt. Now please welcome the host with the most Tracy Hayes,

Tracy Hayes  1:07  
welcome back to The Real Estate excellent podcast with your host. Tracy Hayes, I've told you I would have the best of the best on the show to share their expertise. Well, I've got one of those best of the best today. He's not only a top broker in the South Carolina, low country. He's also a world class athlete. He's a classmate of mine from the Citadel, the Military College of South Carolina. He played a pinnacle role in taking that school's baseball team to the College World Series. He was drafted by the Boston Red Sox, and played three years in their minor league system before returning to Charleston. Since that time, he has created and developed one of the best real estate brokerages in the Charleston, South Carolina area, the sand lapper group. I want to welcome someone who I've admired his career from afar, shared some sweat, did some push ups with my classmate,

Gettys Glaze  1:51  
Geddes glaze. Hey Tracy, good morning. Thanks for having me on the show. Thank

Tracy Hayes  1:56  
you. I really appreciate and really look forward to this interview today and and I'm going to warn some of my listeners, our fellow Citadel alumni, will understand this, that if we did have a cold beer, a nice, warm, low country breeze, maybe some oysters, this conversation could probably last for a few days, but we're going to keep it focused on the real estate industry and your successes and trials and tribulations too, Because I mean, as we all go through them and and what you did to overcome and, you know, lead the Great Sand lapper group. So get us, tell us a little little bit about you, pre Citadel, you know, high school, I didn't I saw, I was reading some of your bio stuff. I mentioned you had an older brother who was a great athlete as well.

Gettys Glaze  2:39  
Yes, I've got two older brothers. My oldest brother Lee is a 1986 grad in the Citadel and the Athletic Hall of Fame there, football and baseball player, all American baseball player and played wide receiver on the football team, Southern Conference, Athlete of the Year. His senior year at the Citadel. Excellent. My middle brother lane, we call him the black sheep of the family because he went to Wofford, and he is played baseball at Wofford actually had a full scholarship at the Citadel to go into ROTC, and decided not to live in my oldest brother's shadow, and went and made his own path at Wofford, got his divinity degree from Duke and Now he is a Methodist minister. Oh, great. Okay, so, and then, obviously, I'm the third in line of that crew that, you know, I tell everybody that I learned all my athletic, probably intensity from my brothers.

Tracy Hayes  3:36  
I think that comes a lot, you know, I have my sons of the firstborn, and kind of to get that little, I call it piss and vinegar, a little competitive spirit in him. It's a little different when he's got a younger sister and that older brothers will do that. I had older brothers, and they will, they will do that to you, for sure.

Gettys Glaze  3:55  
Well, we have conversations now. My middle brother, I failed to mention to you, he was his conferences Student Athlete of the Year his senior year. Wow. And Wofford, so they always tell the story, my oldest brother is probably the best athlete in the family. My middle brother is the smartest brother that we have, and I'm the most competitive. They'll attest to that, and it's mainly because they just beat the crap out of me for when I put when I was a kid, oh yeah, oh yeah, yeah.

Tracy Hayes  4:26  
So now, you know, with your, you know, you must have gotten other offers other than the Citadel. I mean, did you apply anywhere else? Did recruiters try to take you somewhere else?

Gettys Glaze  4:37  
No, ironically, I only had one other offer. I was at waffle. Now that's where I committed to go play. And you know, I was interested by myself one weekend, and went to this, went to College Park, watched the Citadel play. And you know what? I just made up my mind at that point in time. I remember very vividly that, that I said I, you know, I don't want. I'm not going to waffle. I'm coming here, right? And, you know, it was probably one of the hardest decisions on my life, but one of the best decisions of my life, because it put me on a trajectory of of where my life is today, and all the wonderful things that I've been able to do through that education and playing baseball there, meeting people, and it just put me in front of so many different people over my life that I don't know if I would have done that. Going to Wofford,

Tracy Hayes  5:27  
yeah, it's right. You led right into my next question, which was, I mean, what did you What did you take from, you know, choosing that different path, you know, settles different, especially for athletes you hear, you know, obviously, world class athlete. They have choices. And, you know, hey, do you want to wear a uniform and have to come in at night and and, you know, not have the be foot loose and fancy free. You're, you're, you're, you're often treated just like one of the everybody else, right?

Gettys Glaze  5:57  
My father played football. We all grew up as Clemson fans going to home football. I didn't miss the home Clemson football game till I was 11, when my brother Citadel, and then we obviously started following him. But, um, you know, all three of us would have loved to go to Clemson, but we just could. We weren't quite good enough.

Tracy Hayes  6:19  
Clemson just got better from the time your dad was there.

Gettys Glaze  6:23  
We all three could have played there, not early in our careers. And I didn't want to sit the bench, right? And, you know, I didn't want to be I didn't want to be a reserve player. I wanted to be a starter and make impact. And I did as my my freshman year, I was Southern Conference freshman year, tied with the title, another guy from Western who was a heck of a ball player, but, you know, I wanted to be able to contribute, have a chance to play early in my career. Do

Tracy Hayes  6:48  
you think, you know, I'm glad you brought that up, because, you know, I officiate the NAIA football, you know, which, for northerners, it's like Division three. The NAIAS is kind of that level, they've actually gained some more schools here in Florida as far as football is concerned, but I what I see from them, obviously non scholarship. You know, if you really want to play that it's important, you can dream about going to the Clemson, but you're not likely. You know, unless you know you are that athlete, and you'll know who you are, but if you want to continue to play it, choose maybe a smaller school.

Gettys Glaze  7:26  
Well, I mean, it's college sports is a grind. I mean, it was a grind 30 years ago. It's a grind today. My son played college soccer at PC and graduated, you know, and I asked him a couple months ago, I said, Hey, if you had it to do all over again? What would you do? And he said, You know what? I don't know if I'd go that route again, because it's such a grind for kids playing college sports, and it's not like it used to be, but it's still a very much intense and a lot of work for those kids,

Tracy Hayes  7:56  
because they they don't there is no season. They're going, it's all year long. They're

Gettys Glaze  8:01  
practicing all year long, working out. They're playing, you know, they're practicing in the off season. You know, they're they're constantly having to do something aside from their schoolwork. Obviously, you know, getting that to your point, there's a lot of kids that fall into that trap. They all have these visions of playing, power, fat, power, five schools, right? But, you know, in reality, a kid needs to go to a smaller school, get an education and play sports if he wants, but or she, but, you know, it's, it's a grind. And, I mean, and I don't think the kids understand how much work it takes once they get there, and the competition, it definitely

Tracy Hayes  8:41  
increases, yes, and that's why they're practicing 365, days of the year, because they're the other guy is, if they're not, that's right, yeah. So as a president of the local cita Alumni Club here in Northeast Florida, I hear, I hear the stories, and I have, I have grads from the 50s right up, you know, to the most recent grads all the time. And if I even, when I talked to someone, actually, my personal trainer, played some minor league ball for the for the pirates. And, you know, everyone brings up the College World Series and so forth. Now you're, you're in the thick of things in Charleston, like, I mean, you can, you could throw stones at grads all around you all the time. Is it brought up a lot. Do they want stories from it?

Gettys Glaze  9:25  
You know, this the main, the main question that I always tend to ask is, where were they when they were watching? I get the funniest answers. I mean, I get guys that are obviously in the military or military school, and, you know, they were serving early in their careers. And they have, they might have been, you know, watching it in a bar in Germany or something. I just find it really, really cool, yes, you know, to be, to be a part of that, in the whole just the pride of a school. Obviously, we take pride in our school. School was really, really kind of satisfying. So, yeah, I mean, I get asked a bunch of stories. I mean, you know, most people because it wasn't really that popular on ESPN, yet it was carried there, but not like it is now. I mean, right, God knows what it'd be like now. I mean, it'd be nuts. But, you know, I like to tell the stories of us going to Miami, because that wasn't carried at all those on the radio with nothing on TV. Those are some. Those are some great stories, right? We practiced under the overpass one day when it was raining. Child had us

Tracy Hayes  10:37  
practicing those moments. Stick with you. We were fortunate enough that the team came down here to Jacksonville a couple months ago to play Jacksonville University, and what a great game it was, and come back in a towering home run. You know, I had a good group of the alumni there really promoted it. We probably we had more alumni there, Cita alumni than that Jacksonville had. They're just regular fans. Tony's

Gettys Glaze  11:05  
my classmate, not my classmate. He's my teammate, right? Four years I actually texted him this morning. He has covid last week. That's what I heard. Even though he got the shot six weeks ago. He got covid. Strange, but so when the Ramones came into town with Mississippi State, he couldn't coach the game. It was kind of just kind of sad, honestly.

Tracy Hayes  11:26  
But, yeah, actually, we were talking about it, that at a luncheon just the other day, someone brought

Gettys Glaze  11:31  
that. We've been struggling a little bit. He's he's doing the best he can, trying to get that thing turned around. You know, four or five years of taking a beating, but he'll get there. We're getting there.

Tracy Hayes  11:42  
So I was reading up as much and filling in the gaps that I, you know, don't know about your career and so forth, and I read a line on there for our baseball fans. There's a claim to fame line in there that you pitched and played Catcher in the same game.

Gettys Glaze  11:58  
Yeah, I'm the first person to do it in the College World Series. That is actually a trivia question people ask. There's two other kids that did it, a guy from North Carolina did it, and Matt Wieters did it. Ironically, Matt weeders, dad played in the Citadel, and now Matt Wieters into big leagues. But what they didn't do Tracy was I actually went back and caught and finished the game. So I caught, came in and pitched and went back and caught. Oh man, oh yeah. Didn't have enough people. You have great knees. We just didn't have the depth that another school would have. And Chow always believed in having the best players on the field, right all the times. So, right? You know, luckily for me, I was able to play multiple positions, and I always thought the catcher was about my better position, and I got trapped as a pitcher, but catching was, was really my forte, and that's kind of how my brain works when it comes to real estate too, that's kind of I've learned that about myself, is that I think like a catcher, which means that I'm always thinking ahead of where the play is going to go, or where the deal might go right, and I'm usually one or two steps ahead of those transactions or that situation. So, you know, it just takes a while to kind of learn how your where your strengths are, right, right? Interesting. I couldn't, I just didn't know fully that was the case. So,

Tracy Hayes  13:30  
so the Red Sox reach out to you. How does that happen for an athlete in your when did they start talking to you and then you're eventually drafted by them? Well? Or do they even call you? Do you even know the Red Sox are even interested in

Gettys Glaze  13:44  
you? Between my junior and senior year, I went and played summer baseball up in new market, Virginia. And again, I mean, obviously the school put me in positions to where it was just kind of weird how things kind of worked out. But I worked at a pallet factory during the day, and we played baseball at night. So I lived with the only attorney in town. Worked at the pallet factory, and I was in Well, I was making pallets number one, right, which is not hard to do, but then they moved me to taking the wood off the conveyor belt, so I literally put on 10 pounds of muscle over the summer. Wow. And I came back in the fall of my in the fall of my senior year, and my fastball went from 8687 to 91 to 92 Wow. Still in the same control so early in the year, like in the fall. I mean, I knew I picked up velocity and, you know, I was the starting catcher, and I was the starting pitcher, and I would play first base so early in the spring when Freddie Jordan became the coach on on conference weekends. I would catch the first game of the doubleheader. I would play first game, first base of the second game of the doubleheader, and then I would be the starting pitcher on Sunday for the night inning game. And about midway during the season, I was really having a great year. I was like, in the top 10 in strikeouts for nine innings. I never walked anybody. That's just, I mean, I was always learned how to walk people, right? Freddie came to me. He goes, Listen, you're going to get drafted as a pitcher. You're not catching anymore. You're going to play first base, and DH and pitch. And that's kind of how it how it started, and I knew the scouts were getting there, because, I mean, I pitched the game. I knew I was I knew I had done something. I was doing something better. When I pitched a game against James Madison, they had a pretty good team that came down early in the year, and I struck out 15 that day. And you know, again, I was, I was top 10 in the nation in strikeouts per nine innings, and at one time, I had 50 strikeouts in one walk and wow, yeah, 50 strikeouts in one walk through like five games. So the end of the year? Well, to end the season, we played. I pitched four consecutive shutouts in conference games, a four hitter, a three hitter, a two hitter and a one hit, the one hitter was an App State, and I think I walked the first guy, the second guy got a hit. Nobody else reached base, wow, nobody else reached base. And then I ended up losing in I pitched against the guy from Western Carolina and the company tournament that year, and it was a great game. He was he was, he ended up getting drafted. His name was Philip Grundy. Great. Was a great, good pitcher, and he beat me two to one in that tournament game. And, you know, I knew I was already taught me. I was a senior. So, I mean, I didn't really have much leverage, right, so, but I knew that teams were on me to get drafted. So the Red Sox, my scouts. Name is Howard McCullough. I actually saw Howard last week at the Mississippi State game. My son was there with me. My 25 year old son is and I'm like, Man, how funny is this? He got to meet my son, right? He tells my son, he says, Your dad quit too early. So and I said, Yeah. I said, I've done okay for myself since then, but, you know, it was kind of cool for him to be able to meet my scout and Howard. Howard's plaque is on the outside of river dog stadium for being in the scouts Baseball Hall of Fame, which was kind of kind

Tracy Hayes  17:38  
of interesting, just we could probably expand on your time in the minor leagues and so forth, which probably be another show, because I obviously we do want to talk about real estate. Is why, hopefully people are listening today. But this is, I

Gettys Glaze  17:52  
do want to tell you one story about my minor league Okay, all right, baseball story. This is a golf story. So my wife and I were dating at the time, and she's, she's driving down with my grandparents and my parents for spring training, and Jim Rice was our hitting. Coach rice comes to me in the morning and goes, clay, I hear you can play golf. I said, Yes, sir, I'm pretty good. He goes, You're my partner today. So Coach rice, and my parents are coming. My girlfriend's coming. He goes. Don't worry about it. When they get here, I'll talk to him. So I mean Jim rice, obviously in the Hall of Fame. Nobody knows Jim

Tracy Hayes  18:29  
yep, I grew up with Jim rice because I'm from Massachusetts. I know Jim rice, yes.

Gettys Glaze  18:34  
So he comes. We break for lunch. My parents show up, and my grandparents, my girlfriend, I was like, coach, you're my parents. He's like, which ones are they? He goes over there and speaks to my parents. My dad's a huge baseball fan. He's a Yankees fan. And so he's like, Mr. Mrs. Clayes, I'm taking your son to play golf today. And and my wife's all she slept the whole way because she worked double the day before, right? She was, she was kind of hot about it, and my dad was like, Listen, don't worry about it. He's gonna go play golf. We'll see you later. And that was, you know, obviously sage advice, because never got to play golf with Joe Bryce again. But right? We had a great golf course, and it was, I was the only player, along with all the minor league coaches, wow, yeah, yeah,

Tracy Hayes  19:21  
yeah, yeah. And I grew up, yeah, definitely, the 80s and Jim rice and the Red Sox time period there You said he left. Your Scout told said you left the league a little early. What? What transition, what made your I guess it was your decision to leave the Red Sox.

Gettys Glaze  19:37  
It was my decision. I actually had to officially retire. You know, my wife and I had gotten married before my last season, I was having a great season in Lynchburg. Probably, I probably should have made the all star team at the break. Didn't I was like four and one with, like, a one seven era. I was a reliever. They moved me from starter. Of a lever that year, right? So probably, if I would have ever made it, that would have been my role come in, you know, between the fourth and seventh inning and get five or six outs. But, you know, I just, I got moved up to double A. I pitched great in double A, I think I gave up one run in a week, or like, a week and a half, I pitched almost every day, one week, and I get moved down for another guy that he was my team at Lynchburg, because they wanted him to go play in the Mexican League. He had to be in double A for a certain period of time to go play in the Mexican League, right? And so I moved down in his place. And then in the second half of the season, I couldn't get you out. It was just, I mean, mentally, I was just kind of shut down. Yeah, and the team player that I am literally the last day of the season, nobody wanted to pitch, and I volunteered to pitch, and they left me out there for way too long. And it was just, I was like, You know what I'm done with this whole situation. So I said, you know, I can go, I can go work and make money. This is not, I probably should have given it maybe another year, but it just, it wasn't fun anymore. It's not like college baseball. It's a job.

Tracy Hayes  21:14  
Well, we're, I don't know if you've turned 51 yet, but mine's next month, and when I look back at my life so far, almost 51 years, things happen for a reason, I believe,

Gettys Glaze  21:29  
Oh, definitely, for sure. I mean, it's, you know, I've been married almost 28 years. Got a great life, got great kids, got a great career. You know, I don't miss, I don't miss that time of my life, the baseball part of the life, my life, like I said, I mean, I've gotten to meet a lot of great people. I mean, play golf with Jim rice, got to meet Carl jumski, you know, I mean, but I don't miss that part of it again, I'm, I'm more of a, you know, what's in front of me than what's behind me kind of guy. So, you know, that's why they make the windshield bigger than the rear view mirror, right? I mean, it's like, I'm always looking forward to see how to get better and what to do next.

Tracy Hayes  22:08  
I've been trying to train my wife on that one. It's, don't worry about what happened yesterday. It happened. Okay, yeah, all right, it happened. Let's move forward. It's more important. Let's focus on the next step. So you, you come back to Charleston. I mean, did you have real estate in mind? Or what, what? What is going on here? I mean, obviously you felt comfortable with leaving. So you must have, you had something that you thought you were going to do.

Gettys Glaze  22:31  
Well, I I knew I would have opportunity anywhere that I went. My my first cousin, her husband was in the newspaper business, so he, ironically, he was in Miami when we played down there, and he he told me, he goes, Hey, whenever you're done playing, I'll get you interviews where I'm at. So he left Miami and went to Milwaukee, which is actually where my son was born in Milwaukee. So I went in up there and interviewed, took a job in Milwaukee, working for the newspapers. Was my first real job, right baseball. And once he was born, we moved back here, I guess when he was about three or four months old, and I got still I was doing real estate advertising for the newspaper. Ah, that's kind of how it got me into the mindset of, you know, I looked and saw what the competition was, especially when I got back to Charleston, I was doing the same job. I was calling on these, all these agents all around town, and I'm like, You know what? I said, I can, I can do this. This is my competition. I'm gonna, I'm gonna be okay, right? And then, you know, just I got into it, I got my license and got into it, June of 2000 and you know, it's hard, it's a hard business to get into. I had two kids at home. My wife didn't work. And, I mean, there was a lot of pressure on me, but hey, I mean, I use that my sports background and, you know, not being I had this fear of failure inside of me that really drives how I work in a positive direction. Oh yeah, forward. I mean, I don't get, I don't get paralysis by analysis.

Tracy Hayes  24:15  
So, so you literally dove completely in. It wasn't like, Hey, I'm still working the paper, but I'm gonna do a part time. You dove in. I

Gettys Glaze  24:23  
dove complete. I dove completely in. You know my goal? I mean, my goal was, is to, was to just, I don't even know what my goal was at first. I mean, I pretty much told my wife, if I can make X amount of dollars, I'll be okay. And I think in my third full year, I did 69 transactions by myself. I mean, I have an assistant. I didn't even know what an assistant was, right?

Tracy Hayes  24:46  
69 transaction in your, literally, your first 12 months.

Gettys Glaze  24:49  
No, that was in my third full year by your third full year, okay, I didn't close the deal. And I closed one deal in the first six months. I think I made 30 grand the first year. It, then I doubled it, then I tripled it. Yeah. So they say, in your third, after your third full year, you should be, you know, be able to maintain what you what you did, and that's, that's been, that's really what I kind of built it on. It's a bit, it's a context for it for me. I mean, that's, you just got to learn how to do enough deals so over time, over you know, then I started my own company, which was not, not the best of decisions in oh four, but I did, and it was a good experience.

Tracy Hayes  25:31  
Well, tell me. Tell me about this. Tell me about the start, though, let's, let's focus on that for those might be new agents out there and so forth. Because you're, back in your hometown. You grew up there. Your family grew up there. Your father is a fairly successful person, from what I was reading, and your brother is well known with his athletic your two brothers, so you have this huge circle of people that know who you are,

Gettys Glaze  25:56  
yeah, and plus, my name is recognized, right? You know, it's a different names so people recognize my name, but that doesn't mean they're going to do business with you, because you really don't know what you're doing yet, right? So, you know, I just had to, I had to take every possible lead that I can take. I had to work every single angle of open houses, to everything I could do, right, just to be able to survive that first year or two. And you know, it was probably, it was very, very difficult looking back on it.

Tracy Hayes  26:30  
Well, looking back on it. Give us some humor you must have. You must look back on certain things today and just go, Oh, my God, I can't believe I did it

Gettys Glaze  26:38  
that way. Tracy, I would go, I would look in the paper about donating plasma just to make my bills. And it would be, you know, the first, I would say, the gut punch that I had was my fam, part of my family, on my dad's side, they didn't do business with me. Interesting. The first year, yeah, first year when I really, really needed it. They worked with somebody else in the market, right? And they still do to this day, but one of the one of the family members, works with me, but the other other family members don't. And it's like I've been doing this 20 years. I mean, I'm your family is, but does

Tracy Hayes  27:14  
that blow you? That blows that blows my mind, but, I mean, I'm okay because I'm on the financial end from doing mortgages. I understand they don't want me to see their financials, at least. I think they see that more personal, but dealing with it from a real estate standpoint, from from finding them listed, finding the home they're looking for, or helping them sell their home, there's nothing.

Gettys Glaze  27:33  
Yeah, it's almost it's kind of weird, because most of my the most loyal clients that I have aren't my family or my friends. They become my friends, yep, but, I mean, they're more loyal to me than than part of my family has been. But

Tracy Hayes  27:49  
it happens. Don't get don't get discouraged by it. It happens. I mean, I totally with you. Yeah, it

Gettys Glaze  27:56  
happens. And that's one of the things as a young agent that's hard, hard to understand. You're like, you're like, how can they do business with somebody else? And they know that I'm out here trying to make, you know, trying to make, take care of my family, and they don't do business. It's just, it's just a strange feeling. But it goes back to the sports analogy that I've always had. You know, just because you're over four one night doesn't mean that you're a bad player, right? And you got to get over that. You just got to keep working and looking

Tracy Hayes  28:23  
ahead the next at bat, that's all about, right? What's your next one? So looking at your your bio, and say, You in 2004 you talked about starting your own business, a sand lapper Real Estate Group LLC, and then it mentioned something about selling those assets to Coldwell Banker. So what goes down there? And, you know, I guess you, you, you got out of the being the guy in charge. Well, I was,

Gettys Glaze  28:50  
I was the guy in charge, you know, I, I was the guy in charge. It was my business plan. I brought in a partner. You know, my idea was always to have, like, almost like a professional sports team, is kind of what I was trying to create, you know, to have 15 or 20 of the most educated, not educated, but just the top producers of in the market, young, aggressive, you know, going out there and making it happen, right? And you know, it's, I kind of got away from the business plan, which was my mistake, and I brought in more, brought in too many people, because I didn't think it was affecting, it wasn't costing us anything more, and it wasn't affecting the business idea. But looking back on it. That's what it did. It diluted. It diluted what I was really trying to do and wanted to do. And then in oh six, we created a internet search engine called search like agents.com you don't see that really on there. That was, I brought in a guy from Charlotte, and we were doing business through the internet like everybody does now. But this was. Earlier, before it's time, right where we created the software program that would drop cookies on the computers. And then we had, we had a call center that would scrub the leads and hand the leads off to the agents. And it was, I think, we did 600,000 of commission through the internet. And, oh, six, wow, yeah. And then when I sold, and obviously, I kind of figured out that was right when the zillows and home games and those aggregators of the world started really coming into the marketplace, right? And we had done, we had done about $5 million in GCI, and oh, six or seven. And I was we made. I made less money than I did when I was producing. And I was like, You know what? I said something, something's not right about this. I can't I can't compete, because I saw all the private money coming into the marketplace that I'm just doing it all on my own. I couldn't compete. And that's when cold banker United came to us in oh eight. Luckily, we sold that in May of oh eight, right before the banks crashed in September of oh eight. There you go. For a little while as their general manager, that was, that was not, that was not fun. And then I got back into sales in oh nine, strictly kids getting ready to go to college.

Tracy Hayes  31:20  
Right? So you just, did you say you sell that? No way you, you're you just, you just went out solo, just started working for another brokerage at that

Gettys Glaze  31:28  
time. Or no, actually was their general manager here?

Tracy Hayes  31:31  
Oh, okay, so they kept you on. They kept me on. Okay, I have to ask, what is a sand lapper? A sand

Gettys Glaze  31:39  
lapper is a nickname for somebody from South Carolina as a guitar

Tracy Hayes  31:42  
heel. Is that right? I've never heard that sand lapper, okay, huh? Okay, so you're they keep you on for General Manager. And how long does that last? How long lasted?

Gettys Glaze  31:58  
About a year. Lasted about a year. I mean, I felt like a caged animal. And, you know, I just knew, for my sake of my family, that I needed to get back into sales and do what, really kind of, what my calling is, right, helping people buy and sell real estate, right? You know, did that, and, oh, nine, and that's where I've been doing ever since, and that's what I'll continue to do until I retire.

Tracy Hayes  32:22  
So now you have just sand lapper group. Is what you've

Gettys Glaze  32:28  
got, well outside of a non compete with cold banker, right for five years. So I couldn't use the name until 13, okay? And rolled around, I could rebrand, rebrand our team back to the sand library, and that's what we use. It's more of, you know, it's again, it went back to what I was originally thinking is having a very small group of highly trained, highly proficient agents, and that's what we have now. You know, we Rodney Hancock works with me on my team. He played baseball behind me in the Citadel. He does fantastic. I've got the agents that work with me are really, really good. I don't really have to manage them at all. They do great business, very ethical, and they're good, but they

Tracy Hayes  33:16  
do you're not just openly as some of these brokerages like you like you did, originally, hire anyone that came on say, Oh, it doesn't cost them any error. If you produce great, we'll get an override. No big you stay away from that. Someone has to cut, someone has to come to you, and you're gonna, you're gonna really analyze whether or not they're gonna fit in your team.

Gettys Glaze  33:33  
That's exactly right. That's 100% what happens. There's a rare circumstance where I ever go talk to somebody about coming onto the team, they have to have an interest, and they'll contact us or me. And then, because I learned over time that, you know, that's a reflection on me, it's a reflection on my, my reputation in the marketplace. And, you know, I can't, I couldn't have what was being done before happen again, right? Because, you know, it's but it's been a good, it's been a good, been a good run the last nine or 10 years, just getting back to producing and helping

Tracy Hayes  34:10  
people, right? It's interesting. I was, as I mentioned before the Shaws, I had one of the top brokers here. She has a team with under Keller Williams, and she had that same attitude. She's she's a little bit younger than you and I, but she's been doing this a dozen years, and she realized she has a culture of her team. She has her own personal style, and she just doesn't bring in anybody onto the team that they have. She's really going to do some due diligence on culture.

Gettys Glaze  34:41  
Is a word that most young people don't understand. Think about it. I mean, culture is, is your whole attitude on how you do business, and if you don't, if things don't are aligned with the culture, it's not going to be a good situation for either. Either person. I mean, you see that in sports. Again, it goes back to sports. You have a bad culture in your locker room. Rarely you be successful in the long run. If you have a good culture, you can overcome a lot of things.

Tracy Hayes  35:13  
So how can it's, how much do you think in well, because I know in sports there's a lot of psychology, especially baseball, I think all level sports, but you know the level that you played at pitching a baseball and catching as you're talking about thinking ahead. It's a huge psychology. How much do you do? You take that knowledge that you know from athletics and that you've now seen? It's really a psychology in the real estate you have top agents in keeping them happy does not necessarily always mean giving them things or so forth, but creating that culture of whatever it is that makes them happy in your office, yes, the energy, the energy they're getting from it,

Gettys Glaze  35:56  
it goes back to creating an environment for them to be successful. In my eyes. You know they're not necessarily. They don't work for me. That's what most people in this business think. That happens when you have a team, is that those people are working for the team leader. They work for me. They work for themselves. They're working for their families, and I help them create the environment and the structure to be able for them to go be successful. That's really what it boils down to. And it's, I mean, if I would have stuck with that plan back in oh five and oh six, I mean, there's no telling what could have happened. But you make those decisions back then with the knowledge you have, you know, I just, I knew I wasn't gonna make the same mistake

Tracy Hayes  36:42  
twice, right? Well, I mean, there's no doubt. I mean, you got a great assistant. She's

Gettys Glaze  36:46  
been with me for 12 years. I mean, she works hard. She's loyal as they come. And I couldn't, I couldn't do it without the people around me. And I hear that a lot, from what you hear, but it's, you know, it allows me to go do my business. I mean, I when my son played college soccer, I missed two games in his career. My wife missed one. So it allowed me to go do those types of things and still have a successful business because of the people around you. And you can't do that by, you know, just by being yourself or being selfish,

Tracy Hayes  37:18  
being I think selfish is a good word there. Do you see the the aspect of taking the athletic world of a team you have, you know, you have nine players or a designated hitter, you got a manager, and you got to have a couple guys in relief, and everybody has their role to play in the game, and everyone has their strengths and everyone has their weaknesses, and obviously, obviously, when they when everyone meshes together to make, you know, one big, strong team that's there. So are you taking that analogy of the baseball or any sport really, and applying it to the team and saying, hey, you know, he's really good at prospecting, but he's weak over here on this thing, so I'm going to help him out here to make him look really good.

Gettys Glaze  38:05  
Yes, that's 100% you hear people say, get the right the right seat on the bus too. That's one of the other things you read about. But for me, again, it goes back to player position. If you're a right fielder, I'm not putting you at third base right, you know. And that's and when it comes to my, my two support people, I do, I tell them the same thing. Just do your job, play your position. Let us go, do let us go, play our positions, and don't, don't mix the two. And it's, and again, it goes back to earlier, when I had 90 people working me at one time. Oh, my God, it was awful, yeah, but now I've got nine, so it's perfect. I mean, we all do what we're supposed to do, and we go do our jobs, and it's very, very clean.

Tracy Hayes  38:51  
I can imagine, you know, I, you know, I see that when I'm out there visiting and talking with the realtors that, you know, the different groups and their different mindsets. And it's funny, you know, you've got, you've got great success. And I was talking like I said, I was mentioning the other agent that I talked to, and you guys had the similar mindsets, and both of you are highly respected and known in your areas for your professionalism. You know where your team presents, and this is why, because you don't just take anybody on the team, but you make that it's got to fit in to the team. Whatever their strength is, they don't have to be total, 100% well rounded superstars. Otherwise they'd be doing it all themselves. They want the team synergy. They'll use that word, and it's helping finding they're helping someone to fill their weaknesses, to make them a hole. So that is that that is just awesome. Let's talk a little bit. You know, unfortunately, I don't get to Charleston too often. It's every five years for our reunion, right? So every it's amazing in the last

Gettys Glaze  39:55  
30 years,

Tracy Hayes  39:57  
30 years, the way, Charleston. Has not only grown, obviously, South Carolina has been obviously very positive business as it is in my area, here in Northeast Florida too, being very positive business centric, so implies growth. But you're seeing areas of town that like you wouldn't even go into now, are areas that are desirable and getting high rents or sales and so forth, especially around the school, was obviously what I see, because I'm only there for a few days when I come tell me how you what things did you do to get through the 2008 2009 the foreclosures and everything going on. What was a key, or a couple keys, that that got you through it successfully.

Gettys Glaze  40:41  
One of the things was, you know, I got back really diligent on prospecting every day. And, you know, I like that mark. I like that market better than this market, because people really needed professional help and experience. Right now you can wake up and make money in real estate by, you know, getting a listing, throw it out there and it sells in hours, right? Meaning, how hard is that really? Not that hard, but during times of crisis which we had no eight and through basically 12, you know, in the art market, there was only, I think we got down to about 2500 agents, maybe 2000 agents. Right now we have 7000 agents, 7000

Tracy Hayes  41:29  
agents and 1300 lists, the greater Charleston County Board. Or what's that? That's, that's the board.

Gettys Glaze  41:35  
That's the Tri County Board. Is 7000 licensees, give or take, right with we have 1400 active listings. Tell me how those numbers work. They don't work, right? So getting back to your point, was really focused on prospecting and trying to find in a trying to find one person to help every day do something and that in that grows as you do that, and you keep that mindset of, hey, I'm here to help somebody. If they have a foreclosure, they have a short sale, they have a regular deal, they're getting divorced, they have a death in the family, wherever it could be. I'm looking for those people right right

Tracy Hayes  42:15  
now this past year, obviously, you know last March is the building going on in Charleston is like it is here in Northeast Florida. I mean, obviously Florida's got 1000 people moving in every day. Charleston is a desirable area. Do you have that constriction on where what are, what's the available inventory, and how's it going? Just in the last 12 months, from when covid started to where we're at now,

Gettys Glaze  42:40  
we've dropped, we've dropped about it half of our inventory. So we really had to adapt. I mean, that's one of the things that being in the business almost 21 years, you kind of learn. And it goes back to what I was telling you about being a catcher, you've got to kind of look forward on what that next market could be and what it needs to be, and how am I going to survive when there's only, you know, 1300 listings, and there's 7000 agents, right? And it goes back to those agents, you know, I've got a cousin in the business. I'm going to give her the business, you know. And again, you have to adapt. You got to figure out how to where the where the opportunity is going to be in the marketplace now and in the next 12 to 18 months, when things hopefully get back to normal from an inventory standpoint, right? So that's what I've been working on the last year to 18 months.

Tracy Hayes  43:32  
So I'm dealing with, unfortunately, I'm hooked on to a large, nationally traded builder who's got stuff in South Carolina, North Carolina actually opening up all of buying builders all over the country, smaller builders and so forth. So they just keep raising the prices and raising the prices in existing inventory. But my wife has now gotten into the business. She's been an agent now for a couple of years, and talking to the agents that obviously I do with the show and so forth on a daily basis. And you mentioned, these homes are selling literally even before they're even listed. They got offers, oftentimes, and then within hours, you might have 20 offers by the end of the day. How important is it to have that guy with 21 years experience structuring the offer to get it. One on the other side accepted on the inside.

Gettys Glaze  44:23  
Well, I'll give you, I'll give you two examples. Last Sunday, I was working with two different buyers, one's one's a repeat client. The other, the other one is a new client. We were two different areas. One was in Goose Creek, and one was in James Allen the Goose Creek. Buyer offered up to $25,000 over list price. Did not get the deal. Wow, didn't get the deal. Very clean. VA putting down 20% you know, good buyer, solid. Didn't get it, the buyer that got it. No inspections, no contingencies, no appraisal. Nothing, 100% cash. No, cash wasn't cash, but, oh, he

Tracy Hayes  45:03  
didn't make a contingency on the appraisal. Even though he had financing, it just didn't the appraisal he was going to pay over whatever the even the appraisal came in low.

Gettys Glaze  45:11  
And now I understand that buyer got the deal, but I would feel very, very concerned about my putting that that's risky for a buyer, very risky. Then the other situation was a house on James Allen, my girl offered full price, full price. There was 11 offers. She hers was the worst. She went as high as you could go. Hers was the worst offer, right? So, you know, even though I'm structuring the deals and I'm giving the advice to go, not everybody listens to the advice. That's one of the biggest rubs on what I have to deal with. I mean, I've sold, God, I probably closed over 1000 deals in my career, and a lot of I've sold a lot of real estate, and I still have people having a hard time listening to my advice, and that's a little frustrating. And, you know, because not all of us are created the same, right? And it's, you know, in this market, that's why I'm selling. I don't really like this market, because it's like the wild out west out there. I mean, there's no, there's no, the structure is pretty much out the window. People are just, you know, they're making offers like I was telling you, no contingencies on anything. I mean, no home inspection. I mean,

Tracy Hayes  46:24  
how important? How important do you feel it is? Are you very involved in in the chamber? I mean, not the chamber, but the local rulers Association board. Are

Gettys Glaze  46:34  
you active? Well, I was the president of MLS back. Okay, maybe nine or 10. Remember the dates? Oh, nine or 10. And then I was pretty much in line to be the president of the board. But I was like, You know what? This is taking way too much of my time, yeah. And I need to get out and focus on, you know, building back up my book of business.

Tracy Hayes  46:56  
And will you put your feet in, I mean, you put your you've put, you put some effort, because I see a lot of agents don't spend a lot of time interacting with their other agents. Do you feel it's important that you kind of get to know because you don't know who's going to be on the on the other side of the deal?

Gettys Glaze  47:16  
It's very important. And it's even more so important that you do it. You treat everybody fairly. I call me with professionalism. You know, obviously you're representing your client, but we're all, we're all trying to do that. And it's you know, you might run into that agent down the road, or you might, you know, you know, the agents that do business the right way and the ones that don't do business the right way, you know, right? I mean, right, especially if you're in the business as long as I have. So, you know, I think it helps me that when I'm on the other side of the deal, and that agent knows my experience and my history and how I do things. So I think it definitely is good to interact as much as you can with interventions.

Tracy Hayes  48:00  
So occasionally, going to some of those corny socials put on by loan officers to interact with some of the other agents is sometimes a good thing.

Gettys Glaze  48:10  
I mean, sometimes I probably did that more in my earlier I don't do it with church now, but it's, you know, I just when I'm not working, I try to spend time in my family, right?

Tracy Hayes  48:20  
Well, I mean, you've clearly, you've created enough clout behind you now that people already know who you are, and you have a reputation. But if you don't have that reputation yet, you just, you know, to close those deals to get to those 1000 deals that you're talking about. I mean, you have to start build some of those relationships, because hopefully that's going to get you to those extra two or three deals a year or whatever, by building those those when

Gettys Glaze  48:40  
I had the company, training young agents, I always train them. I said, if you can build your business to close 25 to 30 deals a year, if you can consistently do that, that's going to be a good career. You're going to have a sustainable business. Your price points will go up as you get more experience. So but if you can consistently do that many deals and do it routinely, then you're going to have a career out of this business. I mean, you know, you're talking about people closing 1000 deals a year. Well, they have teams of people, yeah, yeah, yeah. You know, I know my business plan has always been, I've got, I got to where I was doing about 50 deals a year routinely. That's I can I don't want to do that right now. I'd rather do 30. And my price points have gone up, and I still have a life, right? I don't get burned out, right? And, you know, I still have a happy marriage, because my I'm home and my wife just spend time with me, right? Kid, you know, my kids are falling down. They're adults, but, you know, I was able to do the things with them I needed to do. I didn't miss their functions, right? And I think more people they get in this business, they get so enamored with the money in the amount of deals they're doing that they lose focus of the balance in their lives, and then they burn out. I mean, I have agent. Here that I've known for as long as I've been in the business, that have burned out one or two times. They come back in and they have a new business idea, or whatever.

Tracy Hayes  50:09  
Talk about the longevity real quick. What do you do that? I mean, I imagine you go back to your first sale. I mean, you have clients now that you've probably bought and sold homes several times. What? What do you do to stay in front of them on a regular basis? Because obviously, that list is growing, hopefully growing every year. How do you what do you do that to reach out and touch them frequently?

Gettys Glaze  50:36  
It goes back what I was telling you, but I about the prospecting. I consider that prospecting in my in my eyes. I mean, I really like this morning. I don't really post a lot on social media anymore, just because I just kind of got out of that during the last political season. I still monitor it, because that's where a lot of the people still post their things, right? I mean, one of my best clients, she posted on there that she's pregnant, so I reached out to her. She and her husband this morning said, hey, great news. You know, I'm excited for you guys, whatever. I mean, they sent me. They sent me nine deals in my career, so they're great clients of mine. I just really make it more personal than business. You see what I'm saying, yeah, so that's just a touch, but it's a touch that means something to them, or birthdays. I really am big on birthdays. I'm really big on anniversaries. I'm really big on kids being born, little things like that. I mean, I track all that stuff when it comes to my database, right? And it's not just, hey, what can you do for me in real estate? Is hey, I care about you and your family. I'm going to be with you from now until I get out of the business, or I'll turn it over to whoever. But I care about you, and this is the part of the world, this is my position in your life that I can help you, right? So there's a connection there.

Tracy Hayes  52:02  
I put it out there. One mine is just, you know, hey, I'm thinking about you. I mean, we may not break bread all the time. We know we may not hang out. We'll go ball games together, but you were in my life for a period of time. And you do think about those people, and you reach out and just saying, Hey, happy birthday. Man. Great. This, you know, good news, your daughter's getting married, or whatever it is, and, and, yeah, it is part of marketing, and we do it so because, but I think if we had nothing else to do in our lives, in this, in some sort of time capsule or bubble, and to be able to just reach out and and touch those people that we've we've interacted with in our life, we would do it, but we, unfortunately, all the other things we got going on restricts that. So as a business, you still can't. You care. You do care. We at least, I think I do. I think you, you know I are on the same page there. Just reach out and just say, Hey, man, I'm thinking about you. Hey, I saw your Facebook post. That's awesome, man, and just say something, and of course, remind them that you actually are in the business still. Because I think you go back to the family thing, as we mentioned really early on. I mean, how many family members? Oh, you're still in real estate. Oh, you're still doing mortgages, yeah.

Gettys Glaze  53:14  
So that's right, yeah, I get that a lot, you know, 20 years. But are you still in the business? Oh, yeah, I'm in the business for the next 10 years. For me, going back when you're eventually talking for me, I had to get, you know I was known as as Coleman's son, or I was known as Lee's brother. Then I was known as the baseball player of the Citadel. Then I was known, maybe in some circles, I'm known as the golfer. Well, I have to be, I have to meddle all that together to be known for real estate. And that's what was slightly difficult for me early in my career, because I was known as all these different things. But I wanted people to recognize that I'm in real estate with all along with all those things, is it? You find

Tracy Hayes  54:01  
that's so interesting. I know we're going along with this good stuff. You find it so interesting because you were six, you know, obviously successful baseball player. No one could say, yeah. And I did notice in your thing, I didn't get into it. But you were, you coached golf over at College of Charleston, there. I saw that in there and and so forth. You were, you were successful. I don't see anything in there where you failed, there was nothing, at least publicly, that you failed. And it's like, okay, so guess gonna do real estate. I mean, the guy's a winner, and yet they don't see it that way. But if Michael Jordan went out and did whatever for whatever reason, Oh, Michael Jordan put his name on it must be good.

Gettys Glaze  54:42  
That's a very good point. I consider myself a winner, but people don't like winners all the time.

Tracy Hayes  54:46  
That's true too. That's true.

Gettys Glaze  54:49  
They don't, and it's, I mean, like, I'm a very good golfer these days, and I win a lot. And it's that some people don't like that. And it. But I can't change the way I am and my character, I play well and I'm

Tracy Hayes  55:07  
good. Hey, if you're humble about it, you know, you don't make the guy like me, you know, shoots a 120 feel bad.

Gettys Glaze  55:18  
Listen, I've failed many times in my life I took a beating during the recession in some real estate stuff. But, I mean, you know, a lot of people did Right, right? And it's a lot of

Tracy Hayes  55:29  
people never came out of it that real estate agents, they're done. They never have gone back into real estate again. And you're still here.

Gettys Glaze  55:36  
Oh yeah, I'm still here. And it's a, you know, it's an alarm from it. And I even will use those lessons now, 1213, years later, to do deals or put deals together based on that knowledge of, hey, we're not doing it this way. This was, you know, lot of things have changed since then, right? You know, it's, it's still that risk.

Tracy Hayes  55:58  
Well, let's, let's wrap up with a couple of things. Tell us about the sand lapper group. What services do you offer there?

Gettys Glaze  56:05  
You know, we do. We do have some property management help, mainly just residential. We do some commercial work. You know we do. We don't do commercial leasing, but we do commercial sales. You know, just your run of the mill, residential sales and marketing more than anything else, listing and sales. I think last year we did. We closed about, I think we closed about 200 deals last year as a team. You know, that's, I think our average, our eight. I mean, well, I have seven agents on the teams, right? And we have two support people. But, you know, we do good business. It's all I say. It's, I mean, you'll never see my face on a billboard. Tracy, you'll never, you'll never hear me say, I'll guarantee you an offer in 24 hours. I'm not, I'm not a kind of person. I don't do business that way. If you're doing business the right way, you're you're out there marketing the property for the highest possible number that you can get the best deal. You know, that's just not me. I mean, people ask me all the time here, it's like, why don't you do that so? And sometimes, like, that's just not me. That's not the way I want to live my life or have my business. Yeah, I

Tracy Hayes  57:16  
think you come to a point where you find out that, you know, the the fame of the billboard, or, you know, doing, going outrageously out there when you're when you you got a solid road going, and it's, it's getting you the things, financially, your lifestyle, you know that you want, like you said, the timing your wife, and if you travel, whatever it it's giving you that. And you just, you want to make that perfect. And we're at that time in our life, at 51 years old, to say, hey, I want, I'm going to iron this out. Like you said, you might work another 10 more years, which, you know, a lot of people know in real estate you, you're probably still going to get calls when you're 65 and 70. And maybe you're not, you're not prospecting anymore. Maybe you're still sending the birthday cards, but you're just taking people who call you. You're not looking for a new people type thing, and you're trying to just really build that solid foundation road. Now, because you've, you've tried those other things, so guess I saw this quote on there on your bio, and I think I don't know if it was on your web page or one of them, but this is, this is the line I need explanation. I want you to expound on this one. When Geddes and his fellow sand Lappers say we are South Carolina, it's not a boast, it's a commitment to serve the greater good, and his family and teammates are glad to follow his lead.

Gettys Glaze  58:38  
Did you say that? I did that was back in probably oh five or oh six, but I still still feel that way today, because obviously, you know, we do business in this community, we do business in this state, and I just believe you've got to, you've got to pour back into your community as much as you can When it comes to doing it that way, or doing business, or doing things for the community, that kind of thing is where, where that kind of well, then we started a track and field event as part of our mark, not marketing, but part of our community outreach. We did that for about 10 years over at West ash in high school. That was a great event. The team members would come that kind of ran its course, but that kind of

Tracy Hayes  59:25  
stuff, like just a open event, or you get different high schools coming in, and you sponsored a track and field,

Gettys Glaze  59:32  
different high schools, yeah, it's called the track and field classic, nice, and we grew it, and it was great. We had kids. We had kids coming from all over the southeast, mainly. And then, you know, again, it just kind of ran its course over the over that time frame, right? That those are types of things that I just believe that that we're called to do in our communities. And I love South Carolina. I love our state, I love our city. You just gotta keep pouring back into it as much as you can. You can't always be taking. You got to be giving.

Tracy Hayes  1:00:02  
That's that's extremely important. I, you know, in the books that I read, you know, that seems to be underlying. And actually, I've become a podcast junkie since I've started looking in the podcast now, I've got, you know, handful of shows that I listen to on a regular basis and who they're interviewing, and obviously a lot of it's in the real estate realm, but they bring some people out of real estate, just because they're a great person for anyone to learn from. And that giving that doesn't mean you got to give everything you have so you have you can't sleep, you know, you don't have a roof over your head, but to be looking out and where you can bring in your expertise, your benefits that you have. Maybe, hey, you've done really well. You know what I'm going to make? Maybe sometimes it is a financial donation, but to give and keep that rolling, you are in the Charleston community. People know your family, you know you're out there. Like I said, you know, people are averaging Why don't you want, why aren't you on a, you know, on the Billboard? You know, because you have the name recognition, but it's more important you to be, oh, hey, I'm, I'm gonna, I'm gonna have that track and field event, or I'm gonna sponsor this golf tournament, or whatever it is, you know, for the kids or those less fortunate. Let's put it that way.

Gettys Glaze  1:01:19  
So I'll give you, I'll tell you how, how, when I first, we first got on, I told you kind of the different things about how people came into my life through my decision to go to the Citadel. Well, obviously, I played for the Red Sox. I played in Lynchburg, and I got to be friends with the chaplain there. Okay, he saved my wife back called God called her to the Lord back in 9293 maybe, and so my son was playing soccer Presbyterian College, where they play Liberty up in Lynchburg. So I reach out to the chaplain who hadn't seen in 20 plus years. He has a baseball ministry that he does, he gives out baseballs in restaurants with like a track talks about Bobby Richardson was actually one of the guys that started the room. So one of the things that I do now is I fund all of his baseballs for him that he gives out. Not many people know that, but that's just one of the things that I felt called to do through my relationship with the game and helping him, and he's now 8687 years old, right? Still does it still goes into Red Lobster with a sack of baseballs, gives out baseballs. Talk about commitment. That's

Tracy Hayes  1:02:38  
commitment. Yeah, yeah. Tell me what's going on in your life. Here, we'll sum it up. I actually normally have my two minute warning because I officiate football, but I was concentrating on so many other questions. Today, I didn't write my two so I will What is on, what is on? Cheryl, right? Is your wife saying, Yep, what's what's on your bucket list? What's on your travel bucket list?

Gettys Glaze  1:03:00  
You know, we got married so young. Tracy my book, my son's 25 we'll be 26 in October, and my daughter just turned 23 they're both, you know, kind of figuring out adulthood. So we've been empty nesters for a little while. You know, thankfully, we have a great relationship after that many years of marriage. And, you know, we're starting to travel some now it's, you know, it's good because I have a hard time relaxing. But there's, we found some things over the last few years that we, you know, we can go do and I can relax some and kind of get away from work and those types of things. My Health's great, you know, I started working out really good, really hard. About three years ago, she's always worked out. She's been in great shape for our entire marriage. But, you know, I feel like at 50 and really good health, I'm in good shape. And think that I think the best years are really kind of ahead of me more than behind me. As far as being able to help people and do things and making an income to be able to be generous more than anything else, right? So, you know, we kind of, we're routine people. We like home, we like we like our routine that we do day to day, and we do things, and it's, I mean, I can't stress that enough to young agents getting into the business of the balance of your life, you know, from family to friends to faith to finances, all of it being balanced, because when you do start making money, it's very tempting to go spend that money on things you really don't need that aren't going to make it worthwhile for your life. Plan for bad times, because they do come. But you know, just be balanced in what you do.

Tracy Hayes  1:04:42  
So get us. Are you? Are you a book reader or your podcast listener? Where? Where do you both? Get some peace in there both?

Gettys Glaze  1:04:50  
I mean, I'll I do. I listened a lot of Dave Ramsey's podcast. He probably saved our marriage back in oh nine after the recession. And we got, got on that, got on that plan pretty strictly, and it's helped tremendously. You know, that's one of the things I put my kids through when they get out of college. I made them go through that. I give that that podcast and that that class out to newly married couples that may be my clients, right? You know, those, those types of things I do read. May not read a whole lot, but I do read enough. I think I'd read. We all read during the day, so much that that's the last thing I would do is read. If I'm sitting on the beach in Mexico, I'm definitely right. Got a book reading, right? Grisham? Right? Read a lot of Grisham stuff. It's easy, you know. So you go

Tracy Hayes  1:05:38  
off industry, you like some of the fiction is that I say Grisham?

Gettys Glaze  1:05:42  
Is that we said, Yeah, I go, definitely golf industry,

Tracy Hayes  1:05:47  
yeah, yeah. Get your mind off it. Yeah. I think to me taking a cruise. Unfortunately, I've been able to that soon as we get back cruising again, that's mine, because the cell phone can't ring for most of that time. Anyway, until you get to a short to a board and we have a peace of mind. We

Gettys Glaze  1:06:02  
went our 25th wedding anniversary with Mexico to celebrate. You never always figured out, what am I doing for my anniversary? So we finally, we go to Mexico for anniversaries. We'll be back there in October, which is kind of nice, because I can still get a little bit of work done, but I don't feel like I have to be totally on all the time, and that's one of the balances that I've had to make over the last 20 years, is like, I can't just remove myself from work. I have to be able to, just from my peace of mind, be able to work for an hour or two a day if I need to, you know, just to stay but again, I got a great assistant. She's a she's a rock star. She can handle right? Handle it for me, right?

Tracy Hayes  1:06:41  
1212, years with you. I mean, she probably knows what you're going to say half the time on responding to someone's question or or advice. Oh,

Gettys Glaze  1:06:49  
100% she knows exactly how it would answer the question. She probably has more experience than 95% of the agents in town she's had she's closed that many deals. I mean, it's just, yeah, you know, it's really like having somebody that, that I've trained exactly to duplicate me

Tracy Hayes  1:07:07  
right in the haver. Was she 12 years? That's, that's amazing. You take care of her really. Well,

Gettys Glaze  1:07:11  
yes, okay.

Tracy Hayes  1:07:15  
Well, I'll tell you, we are, we are over the hour mark. So I'm gonna, I'm gonna say, stay on the stay on the Zoom. I'm going to shut off the recording, but I appreciate you coming on today. Get us and I, like I said, I really like to reach out to you maybe every three or four months just to update. Hey, what's going on in the Charleston market? There's still a lot of stories in there too, but I really appreciate you coming on today. How can someone reach out to the sand lapper group, reach out to you. Where should they go?

Gettys Glaze  1:07:44  
Just go to our website, the same lapper group, com. They you can contact me through there or Facebook. Okay, I'm not on Instagram anymore, but still on Facebook, super and they can find me through there like you did.

Tracy Hayes  1:07:59  
Yes. It seems how we run it. I'll tell you the one thing positive about Facebook as I don't think we would, we would be able to reach out as easy or obviously, just know what people who we're going to high school with, going to college with, that we really haven't interacted too much in decades. We know they're there. We see their family pictures and so forth. But to be able to just reach out at any time to say, Hey, man, that's great. You

Gettys Glaze  1:08:24  
know, that's how quickly did I respond?

Tracy Hayes  1:08:29  
It was fairly quickly. I can't say, I mean, within the day. I think you responded

Gettys Glaze  1:08:35  
hours, yeah,

Tracy Hayes  1:08:37  
within hours, yeah, yeah. You know, I was probably low priority. Yeah, I'm moving to Charleston. I need a house. Then you probably responded within minutes, right?

Gettys Glaze  1:08:48  
Navigate all that information. That's one of the tricky things I had to learn, too. Is all the information coming at you from all different sources.

Tracy Hayes  1:08:56  
So stay on the Zoom Congress. So let me finish sand lapper group, get us glaze great interview. I appreciate you being on today.

Podcast Intro  1:09:08  
This may be it for today's episode of Real Estate excellence, but we both know your pursuit of excellence doesn't stop here, to connect with the best of the best and really take your skills to the next level. Join our community by visiting Tracy Hayes podcast.com where you'll meet more like minded individuals looking to expand their inner circle and their personal experience that's available at Tracy Hayes podcast.com